Category Archives: Sales & Marketing Disconnect


Aug

01

2013

Do you really know what’s working and what isn’t in your sales, marketing and product areas?

I had a very interesting and enlightening conversation today with a consultant who works for the company that developed my website. She asked me to tell her who my target audience was and who I was trying to reach. I explained to her that my target audiences were medium to large-sized organizations that were struggling with poor sales and marketing alignment, effectiveness and productivity. She…

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Jul

24

2013
Is your company message on target?

Is your company message on target?

This week’s blog post was influenced by a couple of different resources and both came from two different LinkedIn discussions. The first came from a link that Michael Cannon provided from some research that his Silver Bullet Group did called “Customer Communication Effectiveness Index” (www.silverbulletgroup.com/research). The second came from a link in a discussion that I currently have running in the Sales / Marketing Executives…

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Jul

02

2013
Great Things Happen When People Collaborate

Great Things Happen When People Collaborate

I’m not sure whether you have noticed the number of discussions, articles, webinars and postings around the whole concept of collaborating. Obviously, there is a lot of value in being able to do just that and it comes out in a number of different ways. One of the ways that we see collaboration working a lot is through the creation of something. That something could…

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Jun

20

2013
Top 10 Reasons Why Your Marketing Team is Failing You and How To Fix Them

Top 10 Reasons Why Your Marketing Team is Failing You and How To Fix Them

My good friend Michael Cannon, who is the CEO of the Silver Bullet Group (www.silverbulletgroup.com), is clearly one of the top people in the industry that I believe consistently has the inside track on what Marketing organizations can do to be more effective. With his permission, I am presenting his article and hope that you, too, will become a follower of Michael and the Silver Bullet…

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Feb

27

2013

As Head of Marketing how do You Know What’s Working and What Isn’t?

 There are so many research reports that have been done from reputable organizations like Gartner Group, Aberdeen, Foresters, IDC, etc., regarding how marketing content and collateral just isn’t working. You have to wonder how the head of Marketing knows what’s working and what isn’t for their organization? Here are some examples: “62% of buyers said that content is either not relevant or not useful.” (IDC,…

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Jan

28

2013
Don’t Shoot the Messenger!

Don’t Shoot the Messenger!

Or: Why Feedback Loops are Critical to Good Sales & Marketing Content.   It is clear that one of the major issues facing sales and marketing organizations is they don’t know what is working and what isn’t, with regards to the quality and usefulness of the content that is created. Whether it is the marketing department, sales department, or sales training department, they often create…

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Jan

11

2013

Register to Win CollaboRate Free and Jump Start your Sales & Marketing for 2013!

A Special 2013 Promotion from Compendian®   If you are serious about jump starting 2013 and getting your Sales and Marketing teams better aligned, then you don’t want to miss this opportunity to win a free version of CollaboRate™ for your organization.  Compendian® Inc. is offering their fantastic cloud-based, sales enablement and marketing effectiveness solution, CollaboRate™, free to the first ten (10) organizations that register and…

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Aug

24

2012

4 steps to fixing your sales and marketing disconnect

Every CEO or business owner is painfully aware of the disconnect that often exists between marketing and sales. But, surprisingly, awareness doesn’t always lead to action. Even though aligning the efforts of the sales and marketing teams can lead to 25 percent higher quota attainment and a 20 percent increase in win rate, some 80 percent of companies admit that they have no formal strategy…

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